Medical representative developement theory
-
Upload
ammar-beck -
Category
Business
-
view
651 -
download
3
description
Transcript of Medical representative developement theory
Dr .Ammar Hasan Beck
skills
style
Achievements
Office work
Horizontal access vertical access
Relationship with colleague
Co-operation with managers
Horizontal access
Relationship with colleague
Bad -1
General 0
Good +1
Co-operation with managers
Bad -1
General 0
Good +1
Total score : - 2 to + 2
vertical access
Skills
Weak -1
General 0
Good +1
style
Bad -2
General 0
Good +2
Achievements
Bad -2
General 0
Good +2
Office work
Bad -1
General 0
Good +1
Total score : - 6 to + 6
-2
+6
+5
+4
+3
+2
+1
-1
-2
-3
-4
-5
-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
You are far away from promotion field , Evaluate your self & skills & wishes , and try to find another field be suitable for you .
There are huge problems with your company or managers and you can’t adopt with , discuss these problems and try to solve it or search another company more suitable for you
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
• Bad Vertical access
• Bad Horizontal access
Vertical access • Little bad
Horizontal access •Bad
Evaluate your self in promotion
Positive
More trainingMore efforts
Negative
find another field be suitable for you .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
There are huge problems with your company or managers and you can’t adopt with , discuss these problems and try to solve it or search another company more suitable for you
Vertical access •Bad
Horizontal access •Good
Evaluate your self in promotion
Positive
More trainingMore efforts
Ask support from others
Negative
find another field be suitable for you .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
Vertical access • Little bad
Horizontal access •Good
MR has to preserve his/her achievements , and try to develop his/her skills & efforts ( ask support ) .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
Vertical access • Little good
Horizontal access •Bad
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
Vertical access •Good
Horizontal access •Bad
discuss your personal style & know that showing off and isolation are bad characteristics .
believe in team work .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
Vertical access •Little good
Horizontal access •Good
Preserve your achievements & try to develop them .
More training & learning .
Ask for advanced training .
Ask for help .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
Vertical access •Good
Horizontal access •Good
Preserve your
achievements & try to develop them .
Ask for advanced training .
Develop your personal
style .
Support your colleagues .
-2
+6+5+4
+3+2
+1
-1
-2
-3-4-5-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
-2
+6
+5
+4
+3
+2
+1
-1
-2
-3
-4
-5
-6
-1 +2+1
Dark area
Threatening area
Obstacles area
Sedulity area
Re-evaluating area
Discussion area
Good MR
Excellent MR
Out
Supervisor Uncontrolled
Development
Senior Problems
Weak
Warning
1. MR should receive basic scientific and marketing skills .
2. MR should know the plan of supervisor and managers .
3. MR should know the system of promotion office .
4. MR should provide with enough data about his job and customers .
Supervisor have to observed the following :
I. His/her interesting in the training and how he/she use it .
II.MR office activities and his/her control .
III.MR co-operation with managers and colleagues .
skills
Horizontal access vertical access
Office work Co-operation with managers
Horizontal access
Office work
Bad -2
General 0
Good +2
Co-operation with managers
Bad -1
General 0
Good +1
Total score : - 3 to + 3
vertical access
Skills
Weak -3
General 0
Good +3
Total score : - 3 to + 3
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Bad Vertical access
• Bad Horizontal access
MR has no enough skills to dealing with customers although repeat training
and advises
MR will not active
MR office work is bad & his/her co-operation with
managers is bad
Uncontrolled MR
This MR may cause problems with customers .
Don’t waste your time with him/her , the best choice is to excuse .
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Bad Vertical access
• Good Horizontal access
MR has no enough skills to dealing with customers although repeat training
and advises
MR will not active
MR office work is good & his/her co-operation with
managers is good
Controlled MR
Office work & co-operation are important elements in promotion field and mean interest .
These MRs will given a chance to improve their efforts or else they will be in difficult situation .
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Good Vertical access
• Bad Horizontal access
MR has enough skills to dealing with customers although repeat training
and advises
Active MR
MR office work is bad & his/her co-operation with
managers is bad
Uncontrolled MR
MR should know that Office work & co-operation are important elements in promotion field and mean interest .
Managers/Supervisors have to take sterner decisions to limit uncontrolled .
Company system should be respect from all , it has apriority over activity.
MR should know that good skills is not enough to develop .
-2
+3
+1
-1
-2
-3
-1 +2+1
Excuse area Observation area
Control area Acceptation area+2
+3-3
• Little badVertical access
• Bad Horizontal access
MR has enough skills to dealing with customers although repeat training
and advises
Active MR
MR office work is good & his/her co-operation with
managers is good
Controlled MR
MR has the basic elements that make him/her ready to be good
MR
3 Elements
DATA ACHIEVEMENTS ADVANCED SKILLS
Base stone in
promotion
Indicator of MR
Road of
Success
Pharmacies
Colleagues
managers
Sources of DATA
Good skills
Perfect DATA
MR adjustment & control
Good plan
Good co-operation
Basic skills is important for MR to achieve results
But not enough to develop in
his/her job
Advanced skills
•Self-adjusting skills•Speaking shills•Management skills
DATA
ACHIEVEMENTSMORE TRAINING
MORE SUPPORT
RE-EVALUATING ACCOUNTING SYSTEM
GOOD MR
RE-EVALUATING ACCOUNTING SYSTEM
DISCUSSIONOBSTACLES REMOVE
N YY
N
Y
Y
N
N
ADVANCED SKILLS
GOOD MRSENIOR
DISCUSSION MOTIVATION
EXCELLENT MRSUPERVISOR
NY
N
Y
READY MRRE-EVALUATING
STAGE I
Y
N
Y
N